Case Write Up Barbara Wilson Essay

The principal(prenominal) challenge of Barbara Wilson as a Regional Sales Manager is to worry with the drop in growth of gross revenue and earnings of the Food immingle Company. She is supposed to provide some ideas to increase the growth of gross revenue. Here for she demand the service of process of the District Sales Manager and the Sales Representatives, but unluckily she just got vague answers from them and didnt receive valuable feedback.Thats wherefore Barbara is not able to keep up or increase sales in her area. ace of the main reasons for her difficulty is the communication between Barbara and her aggroup. The team doesnt trust her, they dont see her as unity of them, thats one of the reasons, why they dont try to help her with providing ideas for the sales growth by sharing their knowledge. Another cause for the problem of Barbara is the structure of the Food Mix Company (FMC).Employees, who have a vast work experience (for example 18 or even 36 years) on the s ame job at FMC dont conduct promoted, instead they have managers, like Barbara, who are much younger and well-trained, with some years of work experience and little knowledge about trade characteristics and field work. This is frustrating for the employees and doesnt support a good congenator between them and their managers. Another reason for Barbaras problem lies is the motivational musical arrangement at FMC.The reward in the form of a bonus is everlastingly paid at the end of the year and depends on completing the annual fanny, which is defined by the top of the performance from last year. The sales team is not motivated for an outstanding good performance, because this will raise the target for the next year. Thats why, they try to keep the information about the brand-new market segment (older people) as a secret and hide this alpha strategic information from the top management.They dont realize the grandeur of this information for helping to find a solution for decr easing sales. One option for Barbara to handle these problems is the improvement of the communication between her and the team. She should try to anatomy trust by showing interest in the work and problems of the sales representatives and show them, that she is one of them, for example by consumption time with the sales representatives on team meetings, workshops or joining them in the field.By spending more time with her team, Barbara would recognize the existing problems and could try to solve them by talking to the top management and find a better substance for the motivation system. Another benefit of improving the communication between Barbara and her team is the chance in improving the intelligibility of the team for the strategies and problems of the FMC, so they would understand the grandness of sharing their knowledge.